The Credit Corner

By WlttlAM E. LOCKE

Williom E. locke hoc tought hundredr of independently owned firnr, including nony building supply concerns, how to merchondise ond "sell" credit, A "pockoge plon thot works," Bill,s progrom ofiers fhe independent burinessmon fhe sonc odvonlcaes usuolly conftned to chqin orgonizofions wheie ruch credit supervition ir o porl of monogcment. For further deioils, write direcf to Willicm E. Locke, 3401 Bolboo Street, Sqn Froncisco 21, Colifornio, cepted the challenge when Armin first employed his services, and latest reports show a steady increase in credit sales, while delinquency has been rcduced 49Vo.

It is encouraging to note that not all mass merchandisers of building supplies and lumber are worried about downtown com. petition, discount houses and modern systematic credit selling programs increasing their customer loss.

Armin Speckert, Jr., progressive man. ager of Speckert Building Supplies on the outskirts of the twin cities of Marysville and Yuba City, California, is a firm believer of well stocked shelves and sondolas, and toon their toes" sales force, -and a plan of credit management that invites good credit business.

Howard Webb, a young man new to the building materials industryo was asked to assume the duties of credit manager along with duties on the sales floor. Howard ac.

He has accepted professional credit management training with an eagerness born of young men with an "eye for the {uture" -and he's still learning.

Armin is not discouraged by the everincreasing number of problems confront. ing the retail building supplies industry. He is always interested in revitalization programs that leads new business his way. His recent decision to ofier his trade revolving credit promises greater profits with a reduced loss potential.

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Arthur E. Mqsters Elected Presidenl ond Generul Monoger of King Lumber Co.

Edwards H. Metcalf,. chairman of the board of King Lumber Company, Bakersfield, announced the appointment of Arthur E. Masters as president and general manager of the firm, efiective September l.

Metcalf noted that Masters had been selected from a list of more than 150 prospective executives from all over the U. S. Masters comes to Bakersfield from Wichita. Kansas, ,where for the past three years he has served as general manager of the Wichita Division of the Rock Island Lumber Company. His former assignment covered the states of Kansas and Oklahoma and in- cluded nine retail lumber and building material outlets as well as three ready-mix concrete plants.

Prior to his Wichita connection, Masters' management experience in the building materials field included posts in New York, Ohio, Texas and with the Douglas Fir Plywood Association.

Masters entered the building materials industry in I9M, and through personal choice learned the business lrom the ground up, including the various phases of labor connected with the distribution of building materials. He holds Bachelors and Masters degrees from Cornell University, and has fulfilled teaching assigrrments in agricultural sciences at Cornell before getting into the active merchandising of building materials.

Masters points out, "It has always been my contention that one should be active in the community to which he belongs. My activity in this area has included membership and participation in multiple trade associations, Chamber of Commerce, Kiwanis Club, and the Methodist Church."

Masters has also been active in many furrd raising drives and prior to leavini Wichita was chairman of the Sedgewicls County Chapter of the National Foundation March of Dimes. He was slso a 1962 appgintee of the Life Building Materials Dealers Marketing Council, composed of 27 outstanding members of the building industry from throughout the nation.

In taking office, Masters notes, "My experience has indicated that present day building trends require flexibility and di' versification. We have placed great empha' sis on strong training and educational programs, and have extended into such customer services as remodeling and building.:'

Masters says he firmly believes that a building materials supplier's responsibility to the consumer only starts with the initial sale.

The new King Lumber president has taken up residence at Panorama Gardens with his wife, Jean, and their two children, Richard 12, and Margaret, 10.

Metcalf has been serving as chief executive officer of the King Lumber organization for the past several years. This ofrce has now been eliminated, but Metcalf will remain as chairman of tfre board. No other staff changes are contemplated at this timeo he said.

Georgio-Pociftc Wins Presidenlial Cilotion

A Presidential citation, awarding an "E" for outstanding contribution to the nation's export expansion program, was conferred upon Georgia-Pacific Corporation by Commeree Secretary Luther K. Hodges in a ceremony at Washingtono D. C., on August 21. Accepting the award for the company was Julian N. Cheatham, Pordand, Ore., vice president of lumber sales and export. Georgia-Pacific is the first forest products company to receive this award.

Secretary Hodges praised the forest prod' ucts company for its export progress and described its efiorts as a contribution to the nation's economic health. The com' ments referred to Georgia-Pacificos con' tinued expansion of exports of lumber and pulp and paper to 40 free-world nations overseas during the last five years from its western and southeastern plants. The company has in efiect run its own individual trade missions to foreign nations, using its officers and executives.

The 'oE" award was accompanied by a special flag which Georgia-Pacific is authorized to fly at any of its plant and ofrce locations. G.-P. has plants in Oregon, Washington, Glifornia, Iowa, Wisconsin, West Virginia, North Carolina, South Carolina, Kentucky, Tennesseeo Georgia, Alabama, Mississippi and Arkansas.

President Kennedyo Secretary Hodges and other government officials have described the "E" program as vital to the nation's economic health and have said thaq U. S. exports must be increased to im. prove the country's balance of payments position and conserve its gold supply.